Key Account Management increased & sustainable customer value by better customer knowledge & multi-level contact networks Reggy Mortier December 2010
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Key Account Management
increased & sustainable customer value
by
better customer knowledge
&
multi-level contact networks
Reggy MortierDecember 2010
Achieving “key account” loyalty
By delivering “customer-acknowledged” value
Better then competition !
Allowing us to capture & sustain profit in return
Key account profit (value)
Multi-level & cross-functional
Between the key account and our organization
No key account without an
Agreed and supported action plan
Objectives & outcome of key account management
Manage multi-level relationships
Construct & share intelligence
Create value in line with the key account needs
Capture & sustain value
Relation
ships
Intelligence
Value
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